Learn about why each and every manufacturing sale is unique, and how to customize the sales experience.
- To sell into manufacturing, you have two choices.…You can be a generalist selling to any and all individuals…and companies in the manufacturing space.…Or you can be niched, focusing your time and energy…on just one of these areas.…If you choose the path of selling…to multiple types of manufacturers,…then you have some challenges ahead of you.…First, it will be difficult…to intimately understand the industry in general.…For example, if one of your clients is in textiles,…and another produces furniture,…trying to educate yourself on both industries,…well, that's a tall order.…
Second, you'll likely sell non-customized products.…Your products and services will be more one-size-fits-all,…which can be a challenge…to convince your manufacturing customers…that your products are right for them.…Next, it can be a challenge going up against competitors…that specialize in that manufacturing space.…They have a reputation, industry knowledge,…and they know the players.…In addition, they often have products and services…that are fully customized to that manufacturer.…
Released
9/5/2018- Defining manufacturing issues and players
- Using research and data to strategize the sale
- Positioning your sale as customer-focused
- Selling to multiple types of manufacturers
- Identifying and addressing urgent needs in complex sales
- Using storytelling and case studies
- Closing the deal
- Growing accounts into relationships
- Following up strategically
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Video: Selling to multiple types of manufacturers